Revenue leakage, governance decay, and monetization rigidity are structural problems — not price-level problems. I diagnose the root cause, design the commercial system, and build the operational infrastructure to make it stick. For PE-backed and growth-stage B2B SaaS.
"Most pricing problems aren't pricing problems. They're structural debt — governance decay, monetization rigidity, and packaging that hasn't evolved with how customers actually buy."
Massoud Ashrafi — Founder
Every B2B SaaS company has a theoretical price. What actually lands in the P&L is something else. The gap between list price and realized revenue is where commercial architecture either works or hemorrhages margin.
Every bar between List Price and Pocket Price is a step where revenue erodes. Volume discounts are intentional. Renewal concessions, trial credits, and metering gaps are where the structural debt accumulates. The gap is typically 25-40% of list price. Most companies don't measure it.
Find your leakage map →40-70% of purchased capacity expiring unused. 900 basis points of activation decline in twelve months. User satisfaction remained strong throughout. The root cause was structural — a high entry barrier with no low-commitment option, mid-tier users over-purchasing and under-activating, and team accounts with no governance spreading waste. Four-strategy commercial redesign. No product change. No price increase.
A pricing strategy is only as good as the governance that enforces it. I build LLM-based monitors that flag non-standard deals in real time — off-pattern discounts, margin outliers, approval bypasses — before they erode your margin. This cuts pricing exception review time by 30% and surfaces the deals that need human attention before they close.
Cohort churn models flag retention signals two quarters before they show up in revenue. This isn't a differentiator anymore — it's baseline infrastructure for any company managing more than $50M in recurring revenue. The differentiator is knowing what questions to ask the data once you have it.
See the five-stage blueprint →